1 / 10

Lecture Thirteen Chapter Eleven

Lecture Thirteen Chapter Eleven. Managerial Negotiations. OTHER THAN WIN-WIN OPTIONS. WIN- LOSE LOSE-LOSE. UNDERSTAND CULTURE. ASSERTIVE/PASSIVE QUICK SOLUTIONS/ CAREFUL PERSONAL RELATIONSHIPS/ SUPERFICIAL POLICY CONTROLLED/ FLEXIBLE. PERSONAL STYLE. LOOK AND ACT CONFIDENT Stay Formal

ivana-may
Download Presentation

Lecture Thirteen Chapter Eleven

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Lecture ThirteenChapter Eleven Managerial Negotiations

  2. OTHER THAN WIN-WIN OPTIONS • WIN- LOSE • LOSE-LOSE

  3. UNDERSTAND CULTURE • ASSERTIVE/PASSIVE • QUICK SOLUTIONS/ CAREFUL • PERSONAL RELATIONSHIPS/ SUPERFICIAL • POLICY CONTROLLED/ FLEXIBLE

  4. PERSONAL STYLE • LOOK AND ACT CONFIDENT • Stay Formal • Project Energy • Well Organized • Clear Vision of Where Negotiations Are Headed

  5. ADVERSARY’S STYLE • FAST-FLASHY (Slick and Smooth) • Razzel-dazzle(Used Car Salesman) • DICTATORS • Beat You Into Submission Using Subtle Rational Arguments • PARENTS • Comfort, Listen, Sooth and Convince Deal is For Your Own Good

  6. PURPOSE • KNOW WHAT YOU WANT. KNOW WHAT IS REASONABLE TO EXPECT • MAXIMUM SUPPORTABLE OUTCOME (MSO) • One Trip to the Well • LEAST ACCEPTABLE OUTCOME • Know When to Walk Away

  7. TIME • Do Not Reveal the True Deadline • Be Patient • Use the Clock to Help Close a Deal

  8. ENVIRONMENT • SITE SELECTION • Home Office • Adversary’s Office • ROOM ARRANGEMENT • Eye Contact • Comfort

  9. THE MESSAGE • OPENING • In the USA start general and move quickly to issues. • CONCESSIONS • Small, Slow and only in return for other concessions • QUESTIONS • Purpose • Arouse Attention • Obtain Information • Stimulate Thinking • Bring About a Concession or Close • Only Ask Question to Accomplish Your Goal • Avoiding • Answer Part • Ask for Clarification • Answer a Different Question • Answer a Negative With a Positive

  10. STRATEGIC APPROACHES • SURPRISE • New goal or concession • BLUFF • All Hat and No Cattle • DIVERSION • Cloud Real Need • STACKING • Borrowed Authority • FAIT ACCOMPLI • Act As If Already Complete • TAKE IT OR LEAVE IT • Last and Final • SCREEN • I Don’t Have Authority • EMOTION • False Anger, Sadness, Rejection

More Related